We briefly covered this in the Chapter 1, Consultant - An Introduction. Let’s look at why this can be a make or break situation for a consultant. A consultant needs to work with several functions in an organization. Every organization will have a hierarchy for each of these functions. A hierarchy is a structure in an organization where each level has a different role and responsibility. The hierarchy often reflects the different decision-making structures. The following is an example of the Sales hierarchy for a Multi-National Company (MNC):
If we look at preceding figure, it shows the Sales hierarchy for a large MNC. Though self-explanatory, we will try to cover in brief the different people involved. The structure is partial as it only covers America. The others, Europe and Asia, will also have similar...